Topic 82
Negotiation: Build Trust to Get Closed
The road to a closing need not be unpleasant. If your negotiating style is based on creating a space resonating with trust the journey can be fulfilling for both parties to a deal. Topic 82 explores how to get there and how to handle the bully whose style is the antithesis of creating trust.
HOW TO CREATE TRUST
- The road to negotiating a deal to closure is usually long and stressful, but it need not be unpleasant.
- Negotiating is an intense, personal, high-stakes, sometimes confrontational, sometimes humorous journey—kind of like life.
- The trick to getting to closure is to find answers that suit each party—hence the existence of different deal risk frontiers (see Topics 26, 73 and 84).
- You get to the finish line of closing the deal by creating a successful negotiating space. This is a place of discovery characterized by:
- Intense communication
- Fact finding
- Opinions and conclusions
- Open dialogue
- Honest assessment of positions: yours, theirs
- Fair and prudent asking and giving
- Sharing
- Understanding of:
- Facts
- Feelings
- History
- Legacy
- Association
- Assumptions
- Strengths
- Weaknesses
- Above all, trust
- The best path to this space is rooted in behavior that leads to a deepening sense of trust between the players.
LET YOUR NEGOTIATING BEHAVIOR BE GUIDED BY YOUR DAILY SPIRITUAL NEEDS
- Consider that if you let your behavior be guided by a desire to find fulfillment of your own daily spiritual needs, you can create resonance with the other side ...
